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Compliance to Threats as a Function of the Wording of the Threat and the Exploitativeness of the Threatener
Barry R. Schlenker, Thomas Bonoma, James T. Tedeschi and William P. Pivnick
Vol. 33, No. 4 (Dec., 1970), pp. 394-408
Published by: American Sociological Association
Stable URL: http://www.jstor.org/stable/2786315
Page Count: 15
You can always find the topics here!Topics: Simulations, Games, Behavior deterrence, Credible threats, Social psychology, Signals, Hostility, Prisoners dilemma, Experimentation, Social interaction
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Utilizing a 2 x 2 x 2 orthogonal design, the strategy (accommodative or exploitative) of a simulated soure of threats and the wording of the threat (compellent or deterrent modes) were varied for forty subjects (20 male and 20 female college students) participating in a message-modified version of the Prisoner's Dilemma game. The results indicated that when a threatening simulated source is accommodative following the sending of a threat, the target is more compliant to the threat and informs the source of his intention to comply more frequently then when the source employs an exploitative strategy. The results were interpreted in terms of the signalling capacities of threats when followed by subsequent beneficent behavior of the source. Compellent wording of a threat was found to heighten the perception of a hostile and exploitative source, increase compliance to threats, and cause the target to try to deceive the source with statements of intention.
Sociometry © 1970 American Sociological Association